Extant literature on the antecedents of university spin-off (USO) business performance has developed with the aim of highlighting those drivers that could foster the performance of such firms, focusing on a variety of factors. Less interest has been devoted to the market orientation–performance relationship, despite the positive link frequently found in the marketing literature. The aim of the present paper is therefore to fill this gap and investigate the relationship between market orientation (MO) and USO performance using the Netval database of Italian research spin-offs. To measure MO, we adopted an ad hoc questionnaire, and after testing its validity with a factor analysis, we performed a regression model. The results show that MO, particularly some of its components (customer intelligence generation, intelligence dissemination, integration and inter-functional coordination), has an impact on business performance. This contribution presents some valuable research implications useful for academics, but professionals from new high-tech ventures and technology transfer offices may also benefit from this knowledge.

The impact of market orientation on university spin-off business performance

Nicoletta Buratti;Giorgia Profumo;Luca Persico
2020-01-01

Abstract

Extant literature on the antecedents of university spin-off (USO) business performance has developed with the aim of highlighting those drivers that could foster the performance of such firms, focusing on a variety of factors. Less interest has been devoted to the market orientation–performance relationship, despite the positive link frequently found in the marketing literature. The aim of the present paper is therefore to fill this gap and investigate the relationship between market orientation (MO) and USO performance using the Netval database of Italian research spin-offs. To measure MO, we adopted an ad hoc questionnaire, and after testing its validity with a factor analysis, we performed a regression model. The results show that MO, particularly some of its components (customer intelligence generation, intelligence dissemination, integration and inter-functional coordination), has an impact on business performance. This contribution presents some valuable research implications useful for academics, but professionals from new high-tech ventures and technology transfer offices may also benefit from this knowledge.
2020
Une importante bibliographie sur les antécédents de la performance des spin-off universitaires a déjà été développée, dans le but de mettre en évidence les éléments qui pourraient favoriser la performance de ces entreprises, et en mettant l'accent sur divers facteurs. Malgré le lien positif qui est généralement observé dans la littérature marketing, la relation entre l'Orientation Marché (OM) et la performance a été moins approfondie. L'objectif de cet article est donc de combler cette lacune en examinant la relation entre l'orientation marché et les performances des SOU (Spin-Off Universitaires) de la base de données Netval, dédiée aux spin-off de la recherche italienne. Afin de mesurer l’OM, nous avons adopté un questionnaire ad hoc et, après avoir testé sa validité avec une analyse factorielle, nous avons réalisé un modèle de régression. Les résultats montrent que l’OM a effectivement un impact sur la performance de l'entreprise, en particulier sur certaines de ses dimensions (production de renseignements sur les clients, diffusion de renseignements, intégration et coordination inter-fonctionnelle). Cette étude présente des perspectives de recherche utiles pour les universitaires, mais aussi pour les professionnels des nouvelles entreprises haute technologie et les bureaux de transfert de technologie, qui pourraient bénéficier de ces connaissances.
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Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11567/1019795
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